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The Key Account Management Framework

For organisations looking to implement key account management, Mark Davies, visiting fellow at Cranfield School of Management,...


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Key Account Management and Procurement

Mark Davies, visiting fellow at Cranfield, conveys how important is it for key account managers to develop relationships with...


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Creating compelling customer value propositions

Key account management (KAM) has evolved radically over the last five years or so. The traditional focus of managing a large...


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Adopting Key Account Management - 12 Mistakes to Avoid

Planning for success can be daunting for organisations that recognise they need to focus on managing a portfolio of fewer (but...


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